"Indonesian Culture Through the Lens of Business"

I have been living in Indonesia for over 7 years, and my wife is Indonesian. I am actively involved in the business life here and have a wide network of friends and partners in the country. I also work closely with our large local team. I am familiar with many things and processes here and my experience has mostly been based on intuition, my own and my friends, colleagues' understanding. However, I have not fully understood the reasons behind some actions, habits, and processes, and have instead viewed them through the lens of individual differences rather than cultural ones.

Recently, I discovered an amazing book called "The Culture Map" by Erin Meyer. This book has helped me put everything into perspective and presented a structured picture of cultural differences. I would like to share my understanding of Indonesian culture based on my own experience through the lens of this book.

1.Communication

When working with an Indonesian team, it's important to understand their high-context communication style, which involves the use of indirect expressions and implied hints. It's essential to develop the skill of "reading between the lines" and being able to recognize hidden messages in the behavior and expressions of your counterpart. For example:

Example 1: Working with an Indonesian team

When working with an Indonesian team, it's important to note that team members may not express their opinions or concerns directly. If you notice that someone in the team avoids eye contact when you propose a new project or task, it could mean that they have reservations or objections that they don't want to express openly.

For instance, if an Indonesian colleague wants to express disagreement with your idea, they may use indirect expressions such as "This is a good idea, but perhaps we should also consider other options." Alternatively, to decline a proposal, they may say "Let's think about it again later" instead of openly refusing.

In such situations, suggest having an informal meeting or coffee break where participants can freely express their thoughts and concerns. This will help you understand their perspective and resolve any emerging issues, taking into account cultural differences.

Example 2: Dealing with Indonesian partners

When meeting with Indonesian partners, it's crucial to pay attention to nonverbal cues. If your partner indirectly mentions a problem that's difficult to resolve, don't insist on a direct answer. Instead, try to understand the reasons for the problem and discuss possible solutions while maintaining tactfulness and respect.

To communicate and work effectively with Indonesian colleagues and partners, consider the following practical tips:

• Understand the context in which communication is taking place to interpret messages correctly.
• Pay attention to nonverbal signals, such as gestures and facial expressions, which can help understand implied messages.
• Do not take words literally and try to understand the hidden meaning behind expressions.
• Use indirect language when communicating with Indonesian colleagues and partners to avoid conflict or disturbing harmony.
• Maintain respectful attitudes and diplomatic behavior in all situations when communicating with Indonesian colleagues and partners.

Some situations where problems may arise due to high-context communication in teamwork and relationships with Indonesian partners include:

• Misunderstanding project goals and tasks due to insufficient information or context.
• Misinterpreting the position of Indonesian colleagues and partners due to indirect expressions of opinions or refusal.
• Misinterpreting nonverbal signals that can lead to misunderstanding the situation.

To avoid these problems, pay attention to the nonverbal signals used by Indonesian colleagues and partners. For example, Indonesians may use hand gestures to express respect or agreement, such as bowing or waving their hands. They may also use smiles or facial expressions to show their friendliness and willingness to cooperate.

Another important aspect of communication in Indonesia is respect for elders and people in higher positions. Therefore, if you are communicating with an Indonesian colleague or partner who is older or in a higher position, make sure your communication expresses respect for their position.

In conclusion, high-context communication in Indonesia can be challenging for foreign businessmen and companies, but following practical tips and considering cultural differences in communication can lead to successful collaboration with Indonesian colleagues and partners.

2. Evaluation: Restrained criticism

In Indonesian culture, criticism is often expressed in a restrained and tactful manner to avoid direct conflicts and maintain harmony in relationships. Negative feedback can be conveyed indirectly or softened with gratitude and praise. It is important to be attentive to such nuances and to be tactful ?when criticizing and evaluating the work of colleagues and partners.

Here are some practical tips:

• Express your thoughts clearly and briefly. If you want to express criticism, do not blame the interlocutor, but focus on the problem and ways to solve it.
• Use soft formulations. Instead of saying "You made a mistake," you can say "Perhaps, it is worth considering another option."
• Confidentiality and face-saving: In Indonesian culture, face-saving and sensitivity to other people's feelings are highly valued. Always strive for tact and restraint in criticism, avoid direct conflicts, and try to maintain harmony in relationships with partners.
• Ask for clarification. If you are unsure about the exact subtext of Indonesian partners' statements, do not hesitate to clarify and ask additional questions to avoid misunderstandings.
• Evaluate the message, not the person. When giving feedback or criticism, do not impose your opinion on the person, but evaluate only their actions or statements.
• Acknowledge successes and qualities. It is also important not to forget to acknowledge the achievements of Indonesian colleagues or partners. This will help to maintain friendly relations and strengthen partnership.
• Avoid too direct statements. When working with Indonesian partners, avoid too direct or rude statements. They may be perceived as disrespect or insult.
• Be patient. Not all problems or criticism can be expressed immediately or explicitly. Indonesians may be more reserved or use a more indirect approach in their communication, so it is important to be patient and attentive.

If you need to provide constructive criticism of your Indonesian colleague's work, try to do it tactfully and with consideration for their feelings. You can start with praising their efforts or achievements, then move on to the area that needs improvement, and end the conversation with an offer of help or recommendations for improving their work.

3.Relationships First

In Indonesian culture, negotiations often begin with establishing trust and personal connections between the parties involved. It's important to take the time to get to know each other, exchange experiences, and build relationships before diving into business matters. To succeed in business in Indonesia, you need to invest not only money but also time - time with your partners, as well as time with your colleagues.

Practical Tips:

Preparation: Study the cultural peculiarities of Indonesia and consider them when preparing for negotiations. This will help you understand the expectations and needs of Indonesian partners and show respect for their culture.

Patience and Flexibility: Negotiating with Indonesian partners may require more time and patience. Be prepared for flexible discussions and changes during negotiations to find a solution that satisfies both parties' interests.

Respect Hierarchy: Consider the importance of hierarchy in Indonesian culture and show respect to senior partners based on their rank and experience. This will help you establish trusting relationships and demonstrate your respect for Indonesian culture.

Language: Although English is widely used in Indonesian business circles, learning a few phrases in Indonesian can make a good impression on your partners and help build trust.

Gestures and Facial Expressions: In Indonesian culture, emotions and gestures can hold special meaning. Pay attention to your partners' facial expressions and body language to better understand their mood and expectations.

Informal Communication: After work meetings and negotiations, take the time to engage in informal communication with your Indonesian partners. This can include lunches, dinners, or joint cultural events.

Business Gifts: Gifts can play an important role in establishing business relationships. You can present your Indonesian partners with a symbolic gift that reflects your culture or country to show respect and friendliness.

Respect for Religion and Traditions: Indonesia is a multi-ethnic and multi-religious country, and respect for religion and traditions can be an important factor in establishing business relationships. Be mindful of this aspect and avoid inappropriate topics or statements.

In conclusion, understanding the cultural peculiarities of Indonesia and being ready to adapt are key factors in successful negotiations and working with Indonesian partners. Based on the principle of "relationships first", you can create trusting and harmonious business relationships that will help you achieve joint success and goals. Pay attention to establishing personal connections.

Be prepared for lengthy negotiations: Indonesians pay great attention to building contacts and trust, so negotiations can take a lot of time. Be prepared for lengthy negotiations and try to establish trusting relationships with your Indonesian partners.

4.Time

In Indonesian culture, time management is polychronic, meaning that people often multitask and do not adhere to strict deadlines or schedules. This is in contrast to the monochronic approach typical of Western cultures, where people prefer to focus on one task at a time and strictly adhere to schedules.

Here are some practical tips for working with Indonesian partners and teams in the context of polychronic time management:

1. Be flexible: Embrace the polychronic approach of Indonesians to time management and try to be flexible in your expectations and requirements, especially regarding deadlines and schedules. When scheduling meetings with Indonesian partners, keep in mind that they may be late or change the meeting schedule at the last minute. Instead of reacting with irritation or dissatisfaction, accept this as part of their cultural characteristics and try to be flexible and tolerant of time.
2. Set realistic deadlines: When planning projects and tasks, take into account the polychronic work style of Indonesian colleagues and set realistic deadlines.
3. Regular communication: Maintain regular communication with your Indonesian partners and teams to stay informed about task progress and discuss possible changes in schedules and deadlines.
4. Consider the time difference: If you are working with Indonesian partners remotely, consider the time difference and try to schedule meetings and calls that are convenient for all parties.
5. Long-term planning: Consider the polychronic nature of Indonesian culture when planning long-term projects and strategies. This can help create more realistic plans and avoid disappointment and additional risks.

5.Decision-making process.

In Indonesian culture, decision-making is based on the consensus principle. This means that it is important to involve all decision-making participants and to achieve agreement from all sides. Indonesians prefer to avoid conflicts and discussions, and therefore strive for harmony and agreement in the collective.

Here are some practical tips for working with Indonesian partners in the context of consensus-based decision-making:

Patience: Be patient and respect their decision-making process. Give Indonesian partners time to discuss and reach consensus.

Participation in discussion: Take an active part in discussions and express your opinions, but do not try to dominate or impose your decision.

Flexibility: Be flexible and open to compromise if it helps to achieve consensus and make a joint decision.

Respect: Respect the opinions and proposals of all decision-making participants. This will help create an atmosphere of trust and mutual understanding, which is the key to successful collaboration.

Support: Provide support to Indonesian colleagues and partners, help them analyze possible solutions and consequences to facilitate the decision-making process.

Communication: Pay attention to the quality of communication and strive to be clear and precise in your statements. This will help avoid misunderstandings and facilitate the process of reaching consensus.

Adaptation: Be prepared for the fact that decisions may change during the project implementation, especially if new circumstances or information arise. Be ready to adapt and reconsider decisions together with Indonesian partners.

Feedback: After making decisions, provide channels for feedback and evaluation of the effectiveness of the decisions made. This will help improve the decision-making process in the future.

6.Hierarchy

Hierarchy plays an important role in Indonesian culture, encompassing all aspects of life, including business relationships, and is a key element of the culture. Indonesians respect authority and strive to maintain harmonious relationships within the collective.

Here are some practical tips for working with Indonesian partners within the context of hierarchical perception:

Understanding: Understand the hierarchical structure of Indonesian companies and their perception of hierarchy. This will help you determine how to better communicate with different levels of management.

Communication: Communicate with Indonesian partners and colleagues taking into account their perception of hierarchy. All questions and discussions should be conducted with consideration of the participants' positions and status. Usually, senior representatives of companies make key decisions, and any issues should be discussed with them first. Avoid direct conflicts or criticisms at higher levels of management.

Negotiations: Avoid pressuring Indonesian partners or colleagues during negotiations. Strive to create an atmosphere of trust and collaboration, rather than conflict and competition.

In Indonesian companies and organizations, leaders often act as mentors and guides for their subordinates. They expect complete obedience and respect for authority from their subordinates. In turn, employees expect support and protection from their leadership.

7.Emotions

In Indonesian culture, emotional restraint is considered an important behavioral trait. Indonesians tend to avoid displaying emotions openly, especially in a professional setting. They prefer to avoid conflict situations and strive to maintain harmony in their relationships.

Here are some practical tips for working with Indonesian partners in the context of emotional restraint:

Show respect: When communicating with Indonesian partners, it's important to show respect for their culture and traditions, including emotional restraint. Avoid strong emotions and conflict situations.

Active listener: Pay attention and listen to words and emotions that were not expressed openly. Use your active listening skills to understand the situation and the needs of your Indonesian partners.

Diplomacy: Use diplomatic approaches during business negotiations and avoid direct conflicts and strong emotions. When necessary, express your position using commonly accepted phrases and expressions. Use softening terms and phrases.

Openness and respect: Indonesians value openness and respect towards their conversation partners. When communicating with Indonesian partners, try to show sincere respect and interest in their opinions, even if they differ from your own.

Nonverbal signals:

When communicating with Indonesians, it is important to pay attention to their nonverbal signals, as they play a key role in communication. Here are some examples of nonverbal signals that can help understand high-context communication in Indonesia:

1. Facial expressions and gestures. Indonesians may use facial expressions and gestures to convey information that they do not express in words. For example, slow and steady movements of the head and body can indicate agreement or understanding. Nodding the head can mean not only agreement, but also politeness or respect.
2. Tone of voice and volume. Indonesians often use tone of voice and volume to convey the emotional content of their words. For example, if they speak loudly and quickly, it may indicate excitement or nervousness. If they speak quietly and slowly, it may indicate respect and politeness.
3. Smiling. Indonesians usually smile when they talk to other people, even if the situation is unpleasant or stressful. A smile can be used as a way to reduce tension and establish positive relationships.
4. Lowering the eyes. Indonesians may lower their eyes as a sign of respect and humility, especially in the presence of older or higher-ranking people. This may seem to foreigners like a sign of uncertainty or indirectness, but in fact it is an expression of respect for the other person.

8.Task Setting

In Indonesian culture, relationships play an important role in task setting and project execution. Unlike Western cultures, where the emphasis is on deadlines and results, Indonesian culture places great emphasis on the relationships between people and their mutual understanding.

Teamwork

In an Indonesian team, employees strive to establish good relationships with each other before starting work on a project. They pay great attention to establishing contacts and communication outside of working hours to strengthen mutual understanding and trust.

Task setting in a project

When setting tasks in a project, Indonesian partners usually pay great attention to details and explanations. They strive to avoid misunderstandings and ambiguities in order to avoid conflicts and maintain good relationships.

Some practical tips for working with Indonesian partners in the context of relationship-based task setting:

Establish contact: When starting work on a project, try to establish contact and get to know Indonesian partners personally. This will help strengthen mutual understanding and trust.

Clarify details: When setting tasks, clarify all details and requirements. Indonesian partners aim to avoid ambiguities and misunderstandings, so clarifying details is an important step in the process.

Be patient: Indonesians prefer relationships and cooperation, so project execution and task setting may take more time than in Western cultures. Be patient and take this into account as a characteristic of their culture.

CONCLUSION:

Summarizing what we discuss before, we can say that productive work with Indonesian partners and colleagues requires: learning the basics of the Indonesian language, attention to non-verbal signals and the context of communication, tactical and diplomatic expression of criticism, establishing personal relationships, flexibility in time management, participation in collective decision-making , respect for hierarchy, controlling one's emotions, cooperating and supporting colleagues, and learning about local customs and traditions. The focus is on building trust and respect for Indonesian culture.

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